About this role.
Lightspeed seeks a Strategic Account Executive to acquire high-value hospitality customers across the UK. The role owns the full outbound sales cycle, from prospecting and discovery through product demonstrations, negotiations, and closing. The successful candidate will sell POS, payments, online ordering, inventory, and cloud-commerce solutions to senior restaurant, hotel, and multi-location decision-makers. Success depends on consistently exceeding revenue targets, maintaining accurate Salesforce forecasts, and building consultative relationships around complex operational needs.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I start by mapping the buying committee, business model, locations, current technology stack, and operational pain points. I then build a mutual action plan that links relevant platform capabilities to prioritized outcomes, such as faster service, centralized reporting, or improved payment operations, and assign clear next steps to each stakeholder.
I run separate discovery conversations to understand each stakeholder's success criteria and concerns, then create a shared business case that addresses the common commercial objective. I use stakeholder mapping, documented decision criteria, and regular alignment meetings to prevent late-stage surprises and maintain momentum.
I would quantify the operational friction caused by disconnected POS, ordering, inventory, and payment tools, then demonstrate how an integrated platform can provide consistent workflows and centralized visibility. The discussion would focus on the group's specific priorities, including guest experience, staff efficiency, reporting accuracy, and scalable expansion.
I qualify opportunities against defined exit criteria, validate the economic buyer and decision process, and record evidence rather than relying on optimism. I review close dates, risks, next steps, and stakeholder engagement weekly in Salesforce, adjusting forecast categories promptly when deal facts change.
In a complex sale, I would first clarify whether the objection concerns value, risk, implementation, or commercial terms. I would then address it with relevant proof points, tailored ROI analysis, customer examples, and the right internal experts, while confirming that the proposed solution resolves the buyer's underlying concern before moving forward.
Hi there! Thanks for stopping by 👋
Are you actively looking for a new opportunity? Or just checking the market? Well… you might just be in the right place!
Lightspeed is looking for a Strategic Account Executive to join our UK Sales team. As a Strategic Account Executive focused on new business, you’ll be at the forefront of our company’s growth in the UK, driving revenue by identifying, pursuing, and closing strategic deals with high-value clients across the hospitality sector, including fine dining restaurants, hotels, and multi-location chains.
This role requires a proactive, results-oriented sales professional with a proven track record of consistently exceeding targets in a direct sales environment. You’ll act as a trusted advisor, taking the time to understand prospective clients’ complex business needs and delivering tailored solutions that drive value.
What you’ll be doing:
Proactively identify high-potential hospitality prospects and demonstrate how Lightspeed optimises operations and enhances the guest experience.
Develop and execute sales strategies to win key hospitality accounts using Lightspeed’s POS, online ordering, and inventory management solutions.
Maintain a consistent pipeline of qualified opportunities while promoting the future-ready Lightspeed K series platform for restaurants, bars, and hotels.
Deliver compelling product demonstrations that showcase how Lightspeed streamlines operations and improves guest experiences.
Manage complex sales opportunities from initial outreach through negotiation and close, highlighting the value of Lightspeed’s integrated payments and operational efficiencies.
Consistently exceed quarterly and annual sales targets, driving adoption of Lightspeed’s hospitality technology.
Build trusted relationships with owners, managers, and senior decision-makers by aligning Lightspeed’s solutions with their unique business needs.
Gain a deep understanding of customers’ goals and challenges, leveraging Lightspeed’s analytics and reporting capabilities to support successful onboarding and long-term customer success.
And a little bit more…
Support additional sales and marketing initiatives designed to improve the customer experience while growing Lightspeed’s Monthly Recurring Revenue (MRR).
Maintain accurate records of sales activities and prospect interactions within the CRM system.
Contribute to wider team objectives and organisational goals, even when this involves supporting activities outside your core responsibilities.
What you’ll bring
4+ years’ experience in direct outbound sales, with a proven track record of managing the full sales cycle and consistently exceeding targets.
Experience selling IT solutions, software, e-commerce platforms, cloud applications, SaaS, POS systems, or technology solutions within retail, hospitality, or related industries.
Demonstrated expertise in leading high-value negotiations and closing strategic deals.
Strong critical thinking skills, with the ability to assess complex situations and develop effective, results-oriented solutions.
Excellent verbal, written, and presentation skills, with the confidence to engage and influence senior stakeholders.
A relationship-driven approach, with strong emotional intelligence and active listening skills that build trust with decision-makers.
Experience using Salesforce or similar CRM platforms to manage pipelines, track opportunities, and maintain accurate forecasting.
The ability to thrive in a fast-paced, evolving environment, demonstrating resilience, persistence, and a strong results-oriented mindset.
To all recruitment agencies: Lightspeed does not accept unsolicited agency resumes. If we have not directly engaged your company in writing to supply candidates for a specific vacancy, Lightspeed will not be responsible for any fees related to unsolicited resumes.
Lightspeed is a proud equal opportunity employer and we are committed to creating an inclusive and barrier-free workplace. Lightspeed welcomes and encourages applications from people with disabilities. Accommodations are available on request for candidates taking part in all aspects of the selection process.
Where to from here?
Obviously, this has to be mutually beneficial: we want you to step into a role you love, and we want to offer you a place you’re proud to come to every day. For a glimpse into our world check out our career page here.
Lightspeed is building communities through commerce, and we need people from all backgrounds and lived experiences to do that. We were founded in 2005, in Montreal’s gay village and our original members were all part of the LGBTQ+ community. The ethos of our business has been about inclusion from the very beginning, and we strive to provide a workplace where everyone belongs.
Who we are:
Powering the businesses that are the backbone of the global economy, Lightspeed’s one-stop commerce platform helps merchants innovate to simplify, scale, and provide exceptional customer experiences. Our cloud commerce solution transforms and unifies online and physical operations, multichannel sales, expansion to new locations, global payments, financial solutions, and connection to supplier networks.
Founded in Montréal, Canada in 2005, Lightspeed is dual-listed on the New York Stock Exchange (NYSE: LSPD) and Toronto Stock Exchange (TSX: LSPD). With teams across North America, Europe, and Asia Pacific, the company serves retail, hospitality, and golf businesses in over 100 countries.
Lightspeed handles your information in accordance with our Applicant Privacy Statement.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
Upload your resume now
- To unlock remote work opportunities and be discovered by global employers.
This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content.
